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The Meeting in East-West Negotiations in Post-Soviet Russia

Svedberg, Erika LU (1996) In International Negotiation 1(3). p.391-408
Abstract
Intercultural communication poses challenges to East-West negotiations in the post Cold War era. The "meeting" in East-West negotiations is a metaphor for the processes that were set in motion when parties representing Western and Eastern organizations respectively negotiated on cooperation projects. The projects in question were of two types: the profit driven type (joint ventures), and the NGO, non-profit driven type. In applying a relational approach to analyzing negotiations, this paper presents four different typologies of the East-West "meeting". The material that forms the basis for these analytical typologies consists of the two parties' perceptions of meeting, negotiating, and cooperating with the Other. The material was gathered... (More)
Intercultural communication poses challenges to East-West negotiations in the post Cold War era. The "meeting" in East-West negotiations is a metaphor for the processes that were set in motion when parties representing Western and Eastern organizations respectively negotiated on cooperation projects. The projects in question were of two types: the profit driven type (joint ventures), and the NGO, non-profit driven type. In applying a relational approach to analyzing negotiations, this paper presents four different typologies of the East-West "meeting". The material that forms the basis for these analytical typologies consists of the two parties' perceptions of meeting, negotiating, and cooperating with the Other. The material was gathered via the author's own experience as a negotiator of a Russian-Swedish NGO project between 1991-1994, and also by studying a number of East-West joint ventures and NGO projects in post-Soviet Russia between 1991-96. The four "meeting" typologies developed in the article are (1) Concurring Perceptions; (2) Mirror Perceptions; (3) Inverted Perceptions; and a type of meeting characterized by a process that has been named (4) Recreating the Other. (Less)
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author
organization
publishing date
type
Contribution to journal
publication status
published
subject
keywords
Internationell politik, Förhandlingar
in
International Negotiation
volume
1
issue
3
pages
391 - 408
publisher
Brill Academic Publishers
ISSN
1382-340X
language
English
LU publication?
yes
id
7b5337ab-8a6a-41a1-8e3e-79c27e3b7557 (old id 144074)
date added to LUP
2007-06-25 15:54:16
date last changed
2016-04-16 02:56:01
@article{7b5337ab-8a6a-41a1-8e3e-79c27e3b7557,
  abstract     = {Intercultural communication poses challenges to East-West negotiations in the post Cold War era. The "meeting" in East-West negotiations is a metaphor for the processes that were set in motion when parties representing Western and Eastern organizations respectively negotiated on cooperation projects. The projects in question were of two types: the profit driven type (joint ventures), and the NGO, non-profit driven type. In applying a relational approach to analyzing negotiations, this paper presents four different typologies of the East-West "meeting". The material that forms the basis for these analytical typologies consists of the two parties' perceptions of meeting, negotiating, and cooperating with the Other. The material was gathered via the author's own experience as a negotiator of a Russian-Swedish NGO project between 1991-1994, and also by studying a number of East-West joint ventures and NGO projects in post-Soviet Russia between 1991-96. The four "meeting" typologies developed in the article are (1) Concurring Perceptions; (2) Mirror Perceptions; (3) Inverted Perceptions; and a type of meeting characterized by a process that has been named (4) Recreating the Other.},
  author       = {Svedberg, Erika},
  issn         = {1382-340X},
  keyword      = {Internationell politik,Förhandlingar},
  language     = {eng},
  number       = {3},
  pages        = {391--408},
  publisher    = {Brill Academic Publishers},
  series       = {International Negotiation},
  title        = {The Meeting in East-West Negotiations in Post-Soviet Russia},
  volume       = {1},
  year         = {1996},
}